Neuro-sell : (Record no. 12487)

000 -LEADER
fixed length control field 05188cam a2200385 i 4500
001 - CONTROL NUMBER
control field 2013032119
003 - CONTROL NUMBER IDENTIFIER
control field DLC
005 - DATE AND TIME OF LATEST TRANSACTION
control field 20170214094901.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 130815s2014 enk b 001 0 eng
010 ## - LIBRARY OF CONGRESS CONTROL NUMBER
LC control number 2013032119
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 9780749469214 (pbk.)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 0749469218 (pbk.)
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
Cancelled/invalid ISBN 9780749469221 (ebook)
040 ## - CATALOGING SOURCE
Original cataloging agency DLC
Language of cataloging eng
Description conventions rda
Transcribing agency DLC
Modifying agency YDXCP
-- BTCTA
-- BDX
-- OCLCO
-- UKMGB
-- CDX
-- OCLCF
042 ## - AUTHENTICATION CODE
Authentication code pcc
050 00 - LIBRARY OF CONGRESS CALL NUMBER
Classification number HF5438.8 P75
Item number H39 2014
082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.8501/9
Edition number 23
084 ## - OTHER CLASSIFICATION NUMBER
Classification number BUS058000
-- BUS057000
-- SCI089000
-- BUS016000
Source of number bisacsh
100 1# - MAIN ENTRY--PERSONAL NAME
Personal name Hazeldine, Simon.
Authority record control number (local)70215
245 10 - TITLE STATEMENT
Title Neuro-sell :
Remainder of title how neuroscience can power your sales success /
Statement of responsibility, etc Simon Hazeldine.
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc London :
Name of publisher, distributor, etc Kogan Page,
Date of publication, distribution, etc 2014.
300 ## - PHYSICAL DESCRIPTION
Extent xi, 212 pages ;
Dimensions 24 cm
336 ## - CONTENT TYPE
Content type term text
Source rdacontent
337 ## - MEDIA TYPE
Media type term unmediated
Source rdamedia
338 ## - CARRIER TYPE
Carrier type term volume
Source rdacarrier
504 ## - BIBLIOGRAPHY, ETC. NOTE
Bibliography, etc Includes bibliographical references (pages 205-208) and index.
505 8# - FORMATTED CONTENTS NOTE
Formatted contents note Machine generated contents note: About the author -- Foreword -- AcknowledgementsIntroduction1 The harsh reality facing sales professionals2 The background to neuroscience and how it applies to selling3 A guided tour of your customer's three brains -- The reptilian (old) brain -- The emotional (mid-)brain -- The rational (new) brain -- Mirror neurons4 The buying process and the buying brain -- Go upstream! -- A primitive brain in a modern world -- Stay away from danger; move towards reward -- Neural maps5 Adaptive selling -- Adapting to the nature of the selling situation6 The PRISM model of human behaviour and adaptive selling -- Brain chemicals -- The four quadrants -- The four customer colours7 How to read your customer and how to adapt your style -- Observe -- Classify -- Adapt8 The 'Neuro-Sell' brain-friendly selling process -- the first phase: Consider -- Stage 1: consider9 The 'Neuro-Sell' brain-friendly selling process -- the second phase: Maximize comfort -- Stage 2: comfort part I: connect -- Stage 3: comfort part II: chameleon -- Stage 4: comfort part III: control10 The 'Neuro-Sell' brain-friendly selling process -- the third phase: establish context and catalyse -- Stage 5: context and catalyse -- Stage 6: check11 The 'Neuro-Sell' brain-friendly selling process -- the fourth phase: Convince -- Stage 7: convince12 The 'Neuro-Sell' brain-friendly selling process -- the fifth phase: Close the deal -- Stage 8: confirm and conclude13 Some more brain-friendly selling tips -- Being memorable -- Keeping it simple -- Making changes -- Using metaphors -- Going multi-sensory -- Spatial association -- Giving the customer's brain something to complete14 Body language and the truthful brain -- Observing the customer15 Neuro-negotiating -- Why (most) salespeople aren't good at negotiating -- Two distinct skills sets -- The importance of feeling comfortable feeling uncomfortable -- The five stages of negotiation -- The importance of planning and preparation -- The four different negotiators -- Different negotiation styles -- The power/comfort balance -- Comfort builders -- Power builders -- Is the customer lying?16 ConclusionReferences -- Further reading -- Index.
520 ## - SUMMARY, ETC.
Summary, etc " Psychologist and sales coach Simon Hazeldine presents a process and approach to selling that is based on solid research and the latest findings in neuroscience. By incorporating PRISM brain-mapping-- a personality profiling instrument that uses neuroscience to identify behavioral preferences -- Hazeldine helps front line sales associates, sales managers and directors understand the importance of the unconscious and find out how to get below the surface level of buyer behavior. PRISM is the tool to enable a sales force to sell in the way that customers prefer, to be flexible and responsive, to be proactive and anticipate the customer's needs. Its use will help develop skills in building sales relationships and discover neuro-negotiating techniques that result in sales success"--
Assigning source Provided by publisher.
520 ## - SUMMARY, ETC.
Summary, etc "Anyone involved in sales faces huge challenges these days, from fierce global competition, pressure on margins, difficulties of getting time with prospective buyers and the power of internet-savvy buyers. To succeed in sales, you need something more than the traditional techniques. Neuro-Sell gives you the edge through a brain-based perspective, process and approach to selling that is sensitive to what's going on in your customers' minds. Learn how to really relate to your prospects and sell in a way that is comfortable for both buyer and seller. Understand the importance of the unconscious and find out how to get below the surface level of what people say to recognise what they really mean. Develop your skills in building sales relationships with the four main types of buyer by fully understanding their needs. And discover the five stages of neuro-negotiating that will see your sales rates rocket"--
Assigning source Provided by publisher.
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Selling.
Authority record control number (local)29854
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Selling
General subdivision Psychological aspects.
Authority record control number (local)30267
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Neuromarketing.
Authority record control number (local)53512
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Customer relations.
Authority record control number (local)30005
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Source of classification or shelving scheme
Koha item type Book
Holdings
Current Location Not for loan Shelving location Date acquired Barcode Date last seen Price effective from Lost status Source of acquisition Damaged status Full call number Source of classification or shelving scheme Koha item type Permanent Location
Lee Yan Fong Library Library Collection2014-05-12000119972014-05-282014-05-28 YBP Library Services HF5438.8 P75 H39 2014 BookLee Yan Fong Library
Hong Kong Nang Yan College of Higher Education
Lee Yan Fong Library
325-329 Lai Chi Kok Road, Shamshuipo, Kowloon, HONG KONG